Listen up. I’m not under any obligation to give anyone, or promote anyone’s, business. If you’re amazing at what you do and you consistently deliver stellar service, you will be in my circle. Being in my circle means that I’m going to be your cheerleader. Whether you need a pick-me-up, someone to vouch for you or just an extra recommendation, I’ll be there. As a matter of fact, I will sing your praises whether you’ve asked me to or not. I recognize great service and I definitely know that it can make or break a business, so I’m always trying to give a shout-out to those that deserve it. I enjoy it so much, I’ll take the time to consider where to put my reviews so they’ll have the most impact and also take time to word it properly so everyone will know just how incredible the experience was.

Let’s deal with the ‘rest’ now. You know who you are. Because of some invisible obligation you’ve assumed, you expect to receive recommendations or my business basically for nothing. Lately, there’s even been several who have either been non-responsive to my questions, flat out rude, or just plain condescending. Guess what, see that first sentence in the paragraph above? I’m more than done.

Right now my mom would be saying, “Joanna, turn the other cheek.” Well, I’m all out of cheeks to turn.

Please remember, there’s lots of places I can choose to take my business and your bad behavior has removed you from my ‘circle’.

Hopefully, we’ll see everyone go back to a higher level of service soon. However, I’m afraid I’m currently seeing this disgusting trend get worse. Why? Why would anyone expect people to continue to do business with them after being a jerk? Entitled much? There’s a HIGH level of competition right now and many would be best served to take a look at that competition and learn to do better.

Good gravy, have our manners all but disappeared under the force of the almighty dollar?

There is so much greed in this world and I can’t help but notice it more and more these days. Friends, I use the term loosely, will easily turn on you just to make another buck. Some companies are making more than ever, but they’re squirreling it away instead of using it to better their service to the consumer. Regular, everyday people don’t respond to anything or anyone unless it’s going to make them money. There’s no more true conversations about making the world better or bettering ourselves, they’re more about what someone can get from you. I’ll have coffee with you, but only if it doesn’t cost me anything and I’m going to make money from it in the long run. It’s really disappointing.

Let’s use a cell phone provider as an example. Remember the good old days when your loyalty meant that you’d get a ‘deal’ on a new phone every couple of years? Not anymore. The only time you get to win with them is when you leave one company to sign up with another one. Cell phone providers aren’t the exception, they’re the NORM. The longer the loyalty, the more we know we can gauge them for more because we’ve now grown into addiction.

It’s hard to believe the greed has gone this far. It’s always been there, but for everyone to suddenly start skirting their morals and values just to add to their piles of cash, takes this trend to another level.

Well, in the words of the incredibly hilarious Heather Land, “I ain’t doin it.” You can count me out. I’m going to stick to my values, with being a true friend and trying to make the world a better place. If that doesn’t make me rich, so be it.

I’ve been on the receiving end of an overly noticeable amount of compliments this week. Several people have expressed their gratitude for my attention and overall work ethic and I’m left feeling amazed.

It’s always bit embarrassing to sit and receive compliments and it’s also incredibly difficult to keep from saying things like “I’m really not that great.” It’s so important to the compliment-giver for you to receive and be grateful. I always liken it to gift giving. I love, love, love giving gifts and having people be pleased. So, when someone compliments you, be pleased and visibly enjoy it.

Having a week like this is always a good reminder to me to hand out real compliments where they are due. Don’t just sit and bask in the glory. (Well, you CAN go ahead and enjoy it for a little bit.) Then, turn the tables and look for reasons to compliment others. Reach down, lift them up. It will give you more joy than the glory you just finished basking in.

I’ve said this line more than I should have needed to over the last few weeks.

Yes, the real estate market has been great for the last couple of years. Lots of agents hitting goals, humble bragging on social media, taking luxurious (well-deserved) vacations and enjoying the fruits of their labor. It’s easy to see this and think, ‘hey, I’m going to jump into real estate and make a few quick bucks on the side’.

Unfortunately, I keep hearing this over and over again, but, I’m sorry, you’re not going to work for me. We’ll talk, I’ll tell you what it takes. I won’t sugar coat it. And, when you tell me you aren’t planning to make it a full-time career soon or in the future, I’ll wish you well and we will part ways after I make myself crystal clear.

You see, real estate IS the career. It’s not the side gig. It’s not Uber. It’s handling the largest transaction in people’s lives. It’s emotional, it’s deep, it requires professional knowledge of the market and the process.

Let’s take real estate out of the picture for a second. It’s your anniversary and you’d love to take your spouse to the best restaurant in town. It’s the best restaurant, so you’re making reservations and counting on them to deliver an amazing experience. From the greeting at the door, to the meal and dessert, you’re sure that your money will be well-spent at this place. Your spouse will be totally impressed and you’ll have an enjoyable evening. Get the picture? So, you walk in and you’re greeted by a frazzled host that seems to have lost your reservation. They say, ‘sorry, the entire regular staff is out sick and they called in some temps to help out. I only use this computer system once a year, I’m sure your reservation is there and I’ll seat you as soon as I find it.’ Suddenly, that awesome night you were counting on turns into a nightmare. <—All this stress was just over a meal. Can you imagine that type of experience with an agent? Would you want someone who’s only dipped their toe into real estate assisting you with the largest transaction of your life?

The behind the scenes of those beautiful vacations and surpassed goals is much more than what everyone sees on the surface. Real estate is an all-consuming career that requires dedication and focus. You certainly cannot be working that 40 hour per week job and provide the level of customer service consumers have come to expect from their real estate professional. During those 40 hours, you’ll be missing calls, saying you can’t show at that time, hiring someone else to handle the inspections and so much more. You’ll have to lean on your co-workers and probably stress out the agent on the other end of the deal.

Are there agents that do this and get away with it? Sure, they’re everywhere. Now, I’m not saying an agent can’t have a couple of side gigs beyond their real estate career; a few hours here and there is totally manageable and sometimes even enhances your career. If that side gig is a position where you come in contact with lots of people and also get to talk about real estate, it’s a definite networking bonus. Many agents volunteer, or are on boards, are involved with the city or other groups, etc, etc. You see, these are side gigs. Uber is the side gig, real estate is the career, and I simply don’t have the time or the need to hire anyone that doesn’t understand or respect this.

I don’t have the need. You see, my company is different. We hire for professionalism. We hire for reputation. We hire to give the consumer the best experience. There is no number on my head that says I’ll be fired if I don’t hire xxx number of people. We simply don’t operate that way. It’s why I’ve stayed in my position with my company. We believe in the industry and we believe in the professionalism of it. I know the weight of a transaction and I respect it. I see first-hand how hard it is not only to earn the money for that beautiful vacation, but to actually let someone handle things while you take it.

There are companies that will accept and/or encourage those that want real estate as a part-time job. It’s simply not me.

I’ve done it. I’ve read every single article I could get my hands on about millennials. Frankly, I’m really tired of calling them millennials and putting them under a microscope. But, the truth is, we have to. They are a huge generation of young consumers that’s hit the world by storm. I’ve had the privilege to raise 2 of them and have hired a few of them as real estate agents in my office.

Today, I’d love to bend your ear and debunk some of the myths.

The first one, every millennial loves and embraces social media, is so false and it really was a major surprise to me. For the most part, the millennials I’ve encountered pay little, if any, attention to social media. Sure, they’ll flip through Facebook/Twitter/Snapchat every now and then, but they aren’t anywhere near as addicted as GenXers. They grew up with it and it may have been something fun they did as kids, but it seems to be like they’ve left it behind and are a bit bored with it now. They seem to value the connection, but it isn’t their whole world.

Everywhere you look these days, it seems like someone is wearing a fitness tracker of some sort. From the less advanced pedometer to the highly functional Apple Watch, the masses have spoken and they love keeping track.

I’ll admit, I wanted one for a while before I finally made the jump. I didn’t want to have that bulky thing on my wrist all the time. Gosh, it just doesn’t match anything, does it? It certainly doesn’t seem professional with a suit. And honestly, it’s a bit ‘mark of the beast’ for this church girl. C’mon, you know you’ve considered that, too.

Well, now that I’ve happily been wearing my Jawbone Up since September, I have a few things to tell the naysayers.

Who Cares? Well, millions of Americans care. We’ve been told to care. The obesity in our country is out of control and one of the many ways to combat it is by keeping track of your steps, exercise, etc.

What does it do for you? Well, I am so much smarter about what makes me tick. For instance, I was going to bed and trying to sleep 8 hours every night only to lay there for a long time worried about not being able to fall asleep. Guess what I learned! I only need about 7 hours and 15-22 minutes of sleep every night. And….I can function perfectly fine on one night of 5 hours of sleep during the week. I have to catch up on sleep on the weekends, even though scientists debunked that theory years ago. When I catch up on the weekends, I’m far more active than I am when I don’t. In my opinion, just the sleep tracking is worth the $100 I spent on it.

How does it actually make you more active? Mine came complete with a great app that throws out challenges of all sorts during the week, like ‘drink more water’ or ‘most women your age have walked 800 more steps by this time of day’—you get the picture. Plus, I have my timer set to wake me up, go off when I’ve been inactive for 45 minutes, remind me to do crunches at night, and so on. In order to keep it quiet, I get up and move. It’s not really that I’m going great guns and running laps around the building, but I am so much more aware of what I need each and every day.

What’s funny is that I haven’t gotten tired of it yet. I think it’s because it’s so slim and comfortable, but also because I enjoy the knowledge. Normally, I’d be bored with something like this by now. Each night, I find myself curiously checking the app to see where I’m at for the day. Mid-day, when my eyes start drooping, I like to check on the amount of sleep I got.

So, if you’ve been on the verge of purchasing one, I’d definitely check into it. You never know what it can do for you.

Wow, this really is the era of pushing the limits. Every single day it seems I see another agent’s email signature, flyer, Facebook page, YouTube video or other media clearly showing their name, their team name, their cell phone number and little else. I’m here to warn you, this cannot last.

The Kansas Real Estate Commission and the Missouri Real Estate Commission have a set of rules we all learned when we got our licenses. One of those rules states we must clearly state our brokerage on all forms of advertising.

Here’s the Kansas rule:

(b) Except as specified by subsection (c), all advertising conducted by a licensee shall: (A) Be conducted under the direct supervision of the supervising broker or branch broker; (B) include the name of the supervising broker’s trade name or business name by prominently and conspicuously displaying or announcing the supervising broker’s trade name or business name in a readable and identifiable manner; and (C) include any other information that the supervising broker or branch broker considers necessary.

And here’s Missouri’s:

(3) Every advertisement of real estate by a licensee where the licensee has no interest in the real estate shall be made under the direct supervision and in the name of the broker or firm who holds the licensee’s license. If the licensee’s name or telephone number, or both, is used in any advertisement, the advertisement also shall include the name and telephone number of the broker or firm who holds the licensee’s license.

In school, we learned this was for the protection of the consumer. The consumer needs to clearly understand we are licensed real estate agents working under a certain brokerage. Why? Isn’t this just another blog post warning about those stupid rules? Why do I need to follow those? It’s just something my broker created so I can advertise them instead of me!!! It’s my business, my leads belong to me and if I put the company’s name on anything, those leads will be lost through the office.

Don’t get me wrong. I’m all for agent branding, niche marketing, personal websites, Facebook business pages and all facets of creative real estate marketing. However, I really think we should all try to protect the consumer. Here’s the issue. If a consumer is working with us and something goes wrong, they have no idea there’s a bigger company behind that agent, and in turn, feels there’s nobody to turn to about an issue. <—-That, my friends, is a BIG problem. We’ve spent 102 years creating a better profession. 102 years of becoming better, more ethical, more protective of the people we serve.

102 years.

And now, after 102 years, everyone decides they want to build their personal brand and disregard the rules set forth by the real estate commissions. It’s misleading which also makes it unethical, which means you’re freely using the distinction of being a REALTOR that subscribes to the Code of Ethics while blatantly going against it.

Not only that, a large majority of agents belong to a company that’s part of a larger franchise. Our company agreements with those franchises clearly state the company name under which we operate. Manipulating that company name for your personal use by leaving off or rearranging words violates that franchise agreement. Who cares? Well, I bet the franchise cares. The broker definitely cares.. YOU should care. You see, manipulating the name of the company DILUTES THE BRAND. Why did you choose the company in the first place? The reputation of the brand? The popularity of the brand? The size of the brand? And here you come along and do anything you want to dilute that message Lets take a brand like Starbucks and consider the thought of every single Starbucks store creating their own Facebook page. One employee names their page Starbucks Coffee Store, another one types it in wrong and goes by Storbucks, another goes by Your KC Starbucks, how about Starbucks Local….. You get the point. It dilutes the brand. Unfortunately and fortunately, the real estate world operates differently. Agents are allowed and encouraged to create a brand within a brand. (As long as it meets the company guidelines and the real estate commission guidelines and the NAR Code of Ethics)

Dear consumers, on behalf of the real estate community, I truly apologize. We’ve let this issue get so far out of hand, we’ll need to fight hard to find our way back. Please know, it’s okay to ask an agent about the company they’re associated with. It’s okay to find out the name of their managing broker. After all, this was created for your protection.

I’ll get off my soapbox now, but not without warning. More rules are coming. Stricter protection of the rules will happen. Tell me, what’s really the harm in complying? What’s the harm in having a chat with your broker about what’s right and wrong? Wouldn’t you rather boost the power of the brand you’ve chosen instead of diluting it? Be Better. Talk to your friends, say something at a sales meeting, invite a trainer into your office. Take a stand and make it right. Protect your friends, while protecting your office, while protecting your brand…all while protecting those wonderful consumers. It’s an incredibly professional decision, 102 years in the making.

Several times a week, an agent or friend tells me how they’d love to have a job like mine.

In their minds, I receive the benefit of the fun of real estate sales without having to get into the nitty gritty part of showing or listing homes. I get to sit at my desk all day and check contracts, talk and laugh with the agents and walk through beautiful properties whenever I want. All for a salary!!! Heck, why not?

Ha!

I love my job. I love what I do for my people. I love the good and the bad days. It’s perfect for me. That being said, it isn’t perfect for everyone. Not only has the industry evolved, management has been forced to evolve as well. If you’re going to lead a real estate office you’re going to need a wide range of skills in order to compete in the marketplace. (And we’re all competing. We’re competing to be the best office, to be the top selling office, some want to be the largest office, the most fun office, the most skilled office, etc)

It’s definitely not what it used to be…and that’s a good thing.

Essentially the job is the same, but there is so much more to it now. For example, in the past, it didn’t matter if the managing broker of the office could cook. Well, these days, with social media, everyone is sharing how their broker made them the ‘best breakfast’ for sales meeting. They’ve upped the ante and you either become that great or you overcompensate with something else. When was the last time an employee at a 9-5 job walked into their manager’s office and asked them how to fix their cell phone? It’s happening every single day in the real estate world. How about the conversations about the best ways to advertise a new listing on Facebook? Is your broker comfortable with digital signatures, digital contracts and all sorts of digital communication? Well, today, they have to be. How much time do most people spend researching new apps geared towards their profession? Most brokers I know spend an incredible amount of time on research.

When you place all of that on top of an already intense career, you’ll find what a tremendous amount of passion one needs in order to WANT to stay in a position like this. Yes, it’s 24/7 (almost, I utilize the Do Not Disturb on my phone). It doesn’t have to be 24/7, but you are responsible for the actions of your agents. When they have a question, I fully intend to answer it quickly in order to stay out of trouble.

Yes, it can be stressful. A home is usually the largest purchase most people make in their lives, so transactions can get tense quickly. Plus, managers are dealing with independent contractors, not employees. So there’s suggestions and best practices, but no orders to be followed.

Yes, it’s really fun. There isn’t a day that goes by that we don’t laugh hysterically at something. Plus, the diversity of getting to do something different every single day is fabulous.

Overall, it’s consistently intense and busy. I find I enjoy the challenges and the way the days seem to really fly by. I have a passion for it, though, do you?

Are you ready to lead?

Does the grass look a little less green to you now because these things seem over the top or outside of your job description? It’s a lot to think about. I’m always happy to discuss this type of career with anyone that’s interested. Please don’t hesitate to ask.

Let’s consider, for a moment, someone special in your life. Is it a spouse, co-worker, friend, family member or child? It’s the employee that always says ‘yes’ to special projects. It’s the daughter that always draws the picture for your fridge. It’s the spouse that picks up your favorite bottle of wine to relax you after a long day. As you think about this person that you deeply care about, consider how many times a day you are considerate of/to them.

I want you to think of everything. Do you make the coffee every morning even though you don’t drink it? Did you spare their feelings when they asked you if you love their new hairstyle? Did you pick up their favorite snack when you ran out for lunch? I bet, as you consider this person, you can attribute a large part of your day or month to your Random Acts of Kindness (RAKs) towards them. I would also guess, as you started considering what you do for them, you started discounting it with the RAKs they do for you.

What if you stopped?

Really, What. If. You. Stopped.?

Chances are, that special person would slowly start to feel like a kicked puppy. They would keep up their end of the deal for a while. Depending on their personality, it could be a really long time before they end their RAKs. Isn’t that wonderful? This person cares for you so much they don’t expect anything in return for their kindness. Do you feel like you’ve won the friend lottery?

How would you feel if this situation were reversed?

What if they stopped?

After a while you would stop feeling loved. In would come feelings of loneliness, depression, doubt and so much more. You would begin to question the circumstances that led this person to suddenly ‘hate’ you. Your delivery of RAKs to others would lessen and contribute to an endless cycle of social exile. Isn’t it unbelievable how much these tiny RAKs affect your mood and life overall?

How many times have you taken these RAKs for granted? How many years have special people been considerate to you while you’ve taken those small things for granted?

We were riding in the car the other day with the dog. I was holding him gently with one arm while I moved something with the other in order to make him more comfortable. I must have been holding him wrong because he snapped quickly, and so did I. I yelled at him since I’m always so considerate of him. I bring him toys, give him treats, let him sleep on the bed, etc., and this is how he repays me?!? I told him I was simply going to stop doing all those things for him. I’m not crazy, he’s a dog and will not understand, but it really got me thinking. (It was a long car ride)

My husband and I came up with RAKs after our meeting with the minister that officiated our wedding. He’d been married a long time and told us how he always worked to do small, nice things regularly. Grand gestures are amazing, but the random acts of kindness were the glue in his marriage. Every now and then, after fifteen years, you’ll still hear us refer to RAKs and it brings back a sweet memory about that very important talk with our minister.

Lately, I’ve been the recipient of a ton of ‘thank yous’ for things I didn’t even think twice about doing, or not doing. It opened my eyes to show me how many I haven’t said. All day, every day, I am the recipient of a thousand RAKs from the people who care about me the most. I know, beyond any doubt, my life is fuller because of you. It’s not just fuller, it’s what makes me tick. My notorious Pollyanna mood is the result of those RAKs. My ability to love my people (my agents) the same at 9am as I do at 8pm, is a result of RAKs. Now, I’m absolutely not perfect, but I am a way better version of myself because I’m surrounded by people that love me and constantly show me.

Dear kindness givers, THANK YOU for enhancing my life. You are more than appreciated…..and necessary.

It’s no secret that exercise plays an important role in the lives of the most successful people. When I lost my sparkle last year, part of the problem stemmed from my loss of motivation to work out. I’ve worked out consistently for most of my life. It makes me feel good and gives me time just to be alone with my thoughts. Sweat and the treadmill create a great problem solving environment.

Recently, I was chatting with a very successful friend of mine. We were openly talking about the good and the bad and discussing options for improvement. When I got to how unhappy I had become with my lack of drive to exercise and excessive weight gain, she said these super simple words. “Well, that’s what walking is good for. Should we be digital accountability partners?” A few days later I re-joined the gym and starting making the effort. I also started reading a book she recommended called The Miracle Morning. It served as my necessary reminder that exercise is not just important, it’s crucial.

It’s absolutely crazy how much better I feel. There hasn’t been an ounce of weight loss yet, but the energy, drive, confidence and commitment have been so welcome.

I think it’s safe to say that another little piece of my sparkle had been found. Remember, you are the sum of the five people you surround yourself with. I have some amazing people in my life that I forget I can lean on when I need to.

Stop telling people you’re fine! Open yourself up to receive advice and encouragement.

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The Gist

Joanna jumped into the real estate business in 2000 and never looked back. A glance through her resume would have anyone confused because she’s actually never left the company with which she started. Change in the market and changes in ownership and locations have filled her 13 years in the real estate world. Change is a scary word for some, but Joanna has embraced it with courage and made the decision to not only survive, but to thrive. To break it down Prudential Snook was sold to Prudential Carter-Duffey in 2006, which was sold to Prudential Kansas City in 2009, which then rebranded themselves with a new franchise (Better Homes and Gardens Real Estate) in late 2012. Her personal motto is ‘Consistent Pursuit of Improvement’, which is clear in her dedication to her company, people and local real estate association.